Know your Limits
The tomatoes that a farm produces are considered the farm’s
Outputs
The point during the sales presentation that a sales close occurs is when
The customer makes a decision to buy
In the modern business world, a growing number of interactions between businesses and customers are taking place
Online
Jack said to the salesperson, “I want to buy a dozen Titleist golf balls and a Golden Bear glove.” Jack would be considered a __________ customer.
Decisive
When tax revenue is not enough to cover government expenditures, the government must
Borrow money
A bakery hires more employees and, at first, the number of baked goods it produces rises quite quickly. However, as more and more employees are hired, it starts to slow down. This is an example of the law of __________ returns.
Diminishing
The closing technique considered the simplest and most natural of closes is the __________ close.
Direct
Which of the following is no longer a consideration in customers’ buying decisions for many products:
Price
“This doll caught my eye as I was walking through your department. My granddaughter will love it,” is an example of statements that would be made by a(n) __________ customer.
Impulsive
Which of the following is a tax on employment:
Payroll tax
In one day of selling pizzas, a pizza parlor takes in $1,500. This is the pizza parlor’s
Total Revenue
Becoming familiar with a variety of closing techniques helps a salesperson to complete which of the following steps for closing sales:
Be prepared
Our economy has shifted from a service economy to a(n) __________ economy.
Experience
“What can you tell me about the way this appliance works and how long can I expect it to last for my business?” would probably be asked by a(n) __________ customer.
Fact-Finder
Which of the following is a true statement regarding excise taxes:
They are built into the overall price of a product.
A restaurant’s total cost of selling eight hamburgers is $10.00. Its total cost of selling nine hamburgers is $11.00. What is the marginal cost?
$1.00
Salespeople benefit from closing sales because they
Acquire self confidence
Customer relationship management can help a business to identify its
Most valuable customers
What type of customer is most likely to say, “Although Oil-Away Shampoo is very expensive, I have found that it works better than other shampoos for my salon clients with oily hair conditions”?
Informed
Property taxes most often apply to a business’s
Real estate
If a company’s marginal revenue is always $6.00, what does the marginal cost have to be for the company to earn the maximum amount of profit?
$6.00
What closing technique is being used in the following situation: “To show our appreciation during this sale, you may have your choice of a smoke detector or a fire extinguisher as a free gift.”
Bonus close
Customer relationship management increases sales and profits by increasing
Customer Loyalty
“No, I told you I don’t want blue! Weren’t you listening, or can’t you hear?” are remarks most likely to be made by a(n) __________ customer.
Difficult
Deducting expenses helps businesses save on taxes by
Lowering taxable income